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SALES AND DISTRIBUTION MANAGEMENT BY: MUKESH MISHRA Recruitment and Selection of sales Force  Sales manager perform the sales force management function.  They execute the entire human resource management function in an organization  They recruit , select, train, motivate, lead, control, and compensate the sales staff for achieving the desired goals of the organization. Recruitment and Selection of sales Force An effective sales force needs the attention and guidance of a sales manager s
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  SALES AND DISTRIBUTIONSALES AND DISTRIBUTIONMANAGEMENTMANAGEMENTBY: MUKESH MISHRABY: MUKESH MISHRA  Recruitment and Selection of Recruitment and Selection of sales Forcesales Force  Sales manager perform the sales forcemanagement function.  They execute the entire human resourcemanagement function in an organization  They recruit , select, train, motivate, lead,control, and compensate the sales staff for achieving the desired goals of theorganization.  Recruitment and Selection of Recruitment and Selection of sales Forcesales Force  An effective sales force needs the attention andguidance of a sales manager so that it is motivatedto remain attached to the organization for considerably longer period.  This is necessary because a sales job is verystressful by nature and attrition rate in the sales professional is the highest.  A mismatch between the ability and aptitude of asalesperson and the nature of the sales job usuallymakes a salesperson quit and look for better opportunity.  Recruitment and Selection of Recruitment and Selection of sales Forcesales Force  The vertical growth of salespeople is slow in manyorganizations, which results in their migrating toother organization, including those of competitors.  A sales job has the highest probability of socialrejection. E.g while prospecting takes thesalesperson to many people only a few of these prospects ultimately qualify as customers.  Social rejection from the industry sometimesdemotivates the sales force and results in a changein career to another functional area functional areaof operation.
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